Millions of businesses were hit hard by the coronavirus pandemic, resulting in declining revenue and tighter budgets. Research shows that 47% of B2B buyers were forced to hold off on purchases in 2020. While understandable, this response significantly impacted sellers’ client rosters.
Although B2B landscape projections look better for 2021, many sellers haven’t replaced the accounts they lost. Many companies are still reeling from the initial economic downturn and struggling to find new prospects for their sales pipelines. The good news is that former clients can be a source of continued business. If you can win them back, you’ll be in a better position come the new year.